Living The Red Life - How a Small-Town Realtor Became One of Canada’s Best

Episode Date: April 27, 2026

Terence Tait, founder of Yukon’s Real Estate Advisors, reveals what it really takes to succeed in a market where hustle matters more than hype. From building his own real estate brand in one of Canada’s most remote regions to ranking among the top agents nationwide, Terence shares the mindset behind sustained success in a demanding industry. He explains why real estate is far more about people than property, how personality can become a competitive advantage, and why persistence separates the lifers from those who quit. Through stories about entrepreneurship, sales discipline, and the emotional side of real estate deals, he breaks down the mindset required to keep moving forward even when success comes with sacrifices. His perspective offers powerful lessons for anyone building a business, leading a team, or pursuing long term success.Key Takeaways • Real estate success depends more on emotional intelligence than sales tactics • Persistence and discipline determine who survives the first years in business • Personality and authenticity can become powerful competitive advantages • Building the right team allows entrepreneurs to focus on their strongest skills • Success requires accepting that not everyone will like youNotable Quotes • “Selling is actually the smallest part of real estate.” • “You’re a counselor, adviser, sometimes even a marriage counselor.” • “The average lifespan of a new realtor is two years.” • “Seventy percent of people like me. Thirty percent really don’t.” • “You really can do whatever you think you can do. You just have to work for it.”Connect with Rudy Mawer:LinkedInInstagramFacebookTwitter

Do you really have to be good looking to sell real estate? You just have to have like, you know, the outgoing personality and be able to talk to people and make sure that you're good at handling a lot of emotions and a lot of people's problems and stuff. So in real estate, the biggest thing is like you do a lot more than sell. I mean, selling is the smallest part of it. You're a counselor, you're an advisor, you're a marriage counselor. You do everything, right? And divorce is huge up in the north.

And so you're always dealing with people and they're not always in the best mood. Yeah, man. Any tips for anyone that wants to be you? or become you and they're listening to this and watching this. Make sure that you stick to what you are good at and be yourself. And don't try to be someone who you're not. And understand that in the last few years especially, I've learned that some people will just not like you.

And that's just life. Like there is just no, nothing you can do to change that. And you have to let go of that. And you have to just be able to keep moving forward. If you can't, then it's just not going to work. If you can and you believe in what you're going to do, it's classic, but you really can do whatever you think you can do. You just have to...

My name's Rudy Moore, host of Living the Red Life podcast, and I'm here to change the way you see your life in your earpiece every single week. If you're ready to start living the Red Life, ditch the Blue Pill, take the Red Pill, join me in Wonderland, and change your life. Welcome to another episode of the Living Your Legacy podcast, the Red Life Edition. Joining me today is Terence Tate. He is with the Yukon Real Estate Advisors Group Church. What is this lesion, Terrence?

Tell me what is this Yukon group of advisors? No, Yukon's Real Estate Advisors is just a company that I created. In the last basically two years, it's become its own identity. It used to be part of a different real estate company as kind of my team name and then eventually branching out to become just its company itself. in real estate. Pretty simple. Cool. I'm going to be honest with you. We get a lot of real estate entrepreneurs, solopreneurs here. Yeah. And I always

like to ask, it's not as easy as folks think it is, huh? Not at all. Not at all. No. No, I mean, it's not a lot of like these influencers online. Look at this penthouse for 3.8-0-0-0-1-0. The biggest thing is like, oh, no. People think it's like printing money and it's not. I mean, I wish it was, but it's not. Like a late night. You know, I mean, obviously I've come to a point now where I don't stay up till, you know, 4 a.m. But I have fell asleep at my desk wearing the same clothes more than once when I started. It all depends on how successful you want to be.

Real estate is like anything else. It just comes down to whatever you put into it is what you're going to get out of it. But most people honestly just either don't have what it takes to put into it or just don't know how to find the will to do it. You really need to put the time and effort into growing it for it to be successful. The problem, though, and one of my friends once told me is, once the tap open, it never closes. Oh, yeah. So there's no way out once you start to get busy other than if you decide to stop doing real estate. So you grow, you grow, you grow.

And then at one point you're like, I'm tired. But then you're like, the phone doesn't stop ringing. So then you're, well, now what do you do, right? So. Yeah, yeah. But it's not as easy at all. Like, it's really hard at first. I mean, at first you're scrambling, especially like where I live.

You know, it's a big difference. For sure. I was going to say, this is going to sound like a Miami question. and I apologize in advance. Do you really have to be good looking to sell real estate? I'm like, enough is enough. I'm like, everyone's in real estate. Just like, that's funny.

So no, no, you don't. No, no, you don't. Let's be clear. I live in the Yukon, which is next to Alaska, for most of you have no idea what I'm talking about. So like, there aren't that many good looking people. So I'm not even going to get into that. That's not right.

You just have to have like, you know, the outgoing personality and be able to talk to people and make sure that you're good at handling a lot of emotions and a lot of people's problems and stuff. So in real estate, the biggest thing is like you do a lot more than sell. I mean, selling is the smallest part of it. You're a counselor. You're an advisor. You're a marriage counselor.

You do everything, right? And divorce is huge up in the north. And so you're always dealing with people and they're not always in the best moods. And so, yeah, I used to sell cars for a living when I was young. And that is like fun because people come in, they look for a car. they're happy, they leave, right? Real estate's not always like that. Sometimes it's fun, but sometimes it's the opposite of fun.

You're just doing it because it's kind of get done. Where in the grid is, like, you know, evil wedding planner versus real estate? Like, where do you see the really bad, like, human negativity? So money, money, for sure. Like, money, I grew up in a small place, you know, I'm a big personality. I got a big voice. Scoré, French is my first language. I'm very touchy, feeling, very loud.

Back in the day, there was... Ah, so-s-va-sava. Yeah, we, sava, sava. There was a lot less French people, so I was always kind of standing out. And so it's really kind of out of the side. But as you get older, you kind of grow into it and you use it as a tool.

But what you've noticed, though, is a lot of the people that I used to think were great people. And this is, like, really the biggest thing. When I started to do real estate, I realized that I actually didn't think they were that great. And then a lot of people that I grew grew up, you know, you grew up in a small town that I thought were not very good people, turned out to be great clients.

Right on. Right. As soon as it gets down to dollars and senses, you really see people's true identity. That's what it comes down to. And some people are great and some people are horrific. Like, that's what it is. Like, they just, you just see a side that you can't even, you just go home and I look at the wall.

You're like, did that just happen? Or did you just, you know, kill a deal for 700 bucks on a million dollars, you know, because you're not willing to fix the fridge? You know, like, holy, I'd like to be exaggerating, but that's a true story. Like, I just... I'm sure it is. Yeah, like, it's crazy.

Like, it's crazy. It really is. Yeah, I'm sure if Rudy were here, he'd give you all his horror stories. Because he came from real estate before he got into working out. And that was his hustle. Like, he basically just turned over properties. But it was his niche was college kids. Yeah.

He basically just got these townhouses and kind of just made it TikToky looking enough back in the day where there was no social media. Right. Yeah. So he kind of found his role. And find his... And then, yeah. Yetta, yeah, yeah, we're here. For sure, better.

So, so what, what is kind of your hustle? Is it, are you in front? Because you, you mentioned that you are quite a personality. Yeah. So are you on camera all the time, like educated, are you more of a character? Do you have an alter ego? Like, how do you hustle and understand that sitting in this chair will actually, you know, bring in clients?

And not just clients, but the universe is going, oh, this guy wants it more. Yeah. And then you'll start seeing things happening. Yeah. I don't have a character. some people do for sure one of the things that a lot of people say about me is I am what I am and

I'm like a 70 30 person right 70% of the people that know me really like me and 30% of those other people they really don't like you it's just what it is and I'll be I know that I've at least gotten old enough to get there but no it's it's I am just usually out there talking to people

shaking hands I've gotten to a point you know now where I mostly do listings only so like I'll do the presentation I'll get everything ready. But I'm also at the point now where like I am not a writer, a photographer. None of those things, you know, and I tell people that. I was like, I won't write your script. I won't take the pictures.

I'm just the guy who's going to sell it. My assistant will take care of the script. My photographer will do the photography. My marketing guy will do the marketing thing or a girl, sorry. And it comes down to a good team is what that comes down to. But I don't show as many houses as I used to for sure. I do more listings, not that I have any issues with it. it's just kind of transitioned into that.

Let's lean back into your personality. Yeah. Yeah, yeah, okay, yeah. So you build your team. Like, are you building your team based on the tolerance level or are their expertise? So right now the team is quite small,

but I've gone through... Yeah, yeah, yeah. So I've gone through a lot of, you know, iterations of my life. So it's gone up, it's gone down. At one point, I used to work for one of the largest real estate companies in the world.

And at one point in 2022, I was 88th in all of Canada living in the Yukon next to Alaska in this company. So which is huge. Like you can imagine the amount of sales I have to do compared to Vancouver, Toronto to equal the same amount of, you know, commission-based stuff. But now, you know, things have changed. You know, company left to still have a lot of respect for that company. But I wanted to kind of, you know, you go do your own thing and you take a different path. And now it's more of a smoother path, like where it. But I'm just on the cusp again of like now we're getting too busy to not have more staff again.

So it's just got back. The one thing I can tell you, though, is I have zero interest. And this is the thing in hiring someone who's already done real estate. Zero. Like I have come to that conclusion for sure. That was part of like the journey that I've learned is like I want it done the way I do it. I do a very professional job. And I have a certain expectation about things.

Sure. And most people who come in who's already developed their bad habits or what I consider to be bad habits. Yeah, short cuts or all sorts of shortcuts. And you know, and just like whatever or show up to a listing presentation, you know, not wearing what I would consider appropriate. I'm not going to say anything more than that. But I'm just not there anymore.

Like I just so, so you can give me your resume all you want. It means nothing to me. Yeah, you have to come in. I have to see what you can do and we'll go from there. Yeah, you got to have the guff. Yeah, absolutely. Yeah, it's all guff. It's all got.

And you don't have to be as outgoing and as, uh, gregarious as me. That's not, you know, some people are, you know, some people are more calmer and that works better.

Like I'm not for everyone. Like, you know, I get a little old lady. I'm like, hey, what's up? They're,

they're just not like, whoa, but I'll have my other part who's a little calmer to walk in and be a little bit more. Uh, but that's kind of how I roll it. Yeah, right on.

Yeah. Yeah. Uh, yeah. Uh, I got to use that, dude. So a lot of folks are,

Are they in it for the long haul or like they lifeers? Or they're, it's very seasonal. Like you see a lot of fresh blood come and go. They make their hustle and disappear. No, no, yeah. So no, it's long haul. Right on. No, sorry, pardon me.

Long haul is not the thing. Yeah. Like I am one of a few people that have stayed most of the same. So the average lifespan of a new realtor is two years. Shit. Yeah, that's like your average max. Wow. Then the next lifespan after that is five.

And that's when most people, it's, I think it's 85% or 90 quit. And then. And if you pass that point, then you're a lifer. Then that's it. That's what you do. You'll eventually probably branch and do other things as well, but you'll always keep real estate going because then you know what you're doing. But that first few years is the key and most people give up.

Why do they give up just because the hustle is really extreme? It's extremely hard, man. I mean, you have to work late evenings, weekends, you're on call forever. I mean, I've gotten to a point now where that's not my life anymore. But for a long time, you know, you know, you're, You're picking up your phone forever. You know, you're taking every call. I mean, the latest deal I've ever written was 1.40 a.m.

And the earliest deal I've ever written was 5.15 a.m. And that comes like, hey, I got to go to work. I'm on a plane. I got to get out of here. I got to sign this contract. So you're there. You're doing it. You know, you're like, again, I don't do that as much now, but I did it.

And it's tough. Like you're doing, you know, it's a heavy. And most people just can't handle it. It's just what it comes down to. It's really hard to be able to maintain that. Are you married? I was. Yeah.

Children? I have one son. He changed my life. So I worked really, really hard. My whole life selling. I've been in sales, my whole life, 16. It's the only thing I ever know. I don't know anything else.

I've never gotten a 9 to 5 paycheck. I've never had benefits. I don't know anything about that. I think it's weird. I don't know what that is. Yeah, I think that's weird. What is that shit? Yeah.

I was like, you go to work, you get paid. You don't go to work. You don't get paid. I mean, it's, I don't know, man. It's pretty simple. Like I just grew up that That's the same hustle I have you like what the hell What's a 401K?

Is that like what a video game? Yeah like I didn't even know what a 401k was until like well it's not a term we use in Canada so much But still I didn't even know until I started like oh okay I didn't even know that thing like no It's uh he though really made the change when where I've changed what I do to and I don't quite hustle as much Sure because I spent a ton of time with him uh you know I'm still in the midst of going through the divorce. It has had its challenges. I'm not going to speak too much about that,

but it definitely changes your view on things and what's important and where your focus goes. But yeah, it... And the only reason why I asked is not for the awkward moment. No, no, it's all good. Folks that watch this podcast are a lot like you and I. Like, dude, we're in our prime, but we don't have the daily grind

that the standard male individual at this age has. We're quite excelling, but we've made some fact sacrifices. Yes. I mean, I don't know. Because of my Gregorius personality. Yeah.

Like, I don't know what else to say here. But yeah, like sacrifices have been made and they've come at a cost. Yeah, obviously. Ups and downs are there. You know,

I've been at the top and I've been at the bottom and I've done them both a lot of times. Like the question is, look at me. Are you, where are you on the top or in the bottom? Like,

when you're sitting in this very situation, you're like, right. Right now, like I'm, you know, definitely amongst the top people in where I live 100% all the time. Yeah, I'm doing really well. But now, right now I'm at a point where I'm taking like different paths. Like, you know, me, I have a partner.

She's the most amazing person I've ever met. She's very different than I would say every partner I've ever had. She's calm, collected, you know, very mild. Yeah, that's not love for me. Yeah, yeah, yeah. So exactly. And it's funny because like, yeah, yeah. She just like walks through.

And I was like, oh, wow. Look at that. Very like. So, and sometimes I'm like, oh, but like, it's great. It's awesome because they keep you grounded and they keep you level. Yes. So, and we're kind of working on a business venture ourselves too. So like something's side from real estate, which is the.

And then I've got like another thing that I'm working on as well. And one of the things I really want to start doing a lot more of is speaking to people. It's always something I really liked. It's always something that really was good at. And just explaining like kind of what it takes to be successful. It doesn't have to be in real estate. But it, there is a month. mindset that you have to have to be successful.

And it's just that simple. You either have it or you don't. 30% of people are not like you for it. Yeah. 100%. Whatever your math was. Yeah, yeah. 100%. Like, you know,

like 100% like you just go and do your thing and some people are just, no matter what, especially when you're a small town and you become successful and let's say they didn't. You know, that's instant. Doesn't matter what you do. Doesn't matter how nice you are. It doesn't matter. They'll just look at you and be like, I don't like that guy.

Like, you know? And that's not always the case. Sometimes they have a good reason not to like, yeah. I'm not going to deny anything. I'm just saying it happens. And so you just, but you have to keep going. And that's the thing, right? It's learning to keep going.

Cool, man. What are we going to learn about you in your legacy makers episode? We're literally about to walk into that room and film it. We're just going to learn about where I came from. You guys here in Miami have no idea about what I'm going to talk about and how I grew up. And then, you know, with what I grew up and then how it grew up and then how it grew to become to what it is.

And the ups and downs I've gone through in my life. You know, I've had some health issues. I've gotten past them, but and then just, you know, getting to the top and then losing the top and then getting back there and then losing it again and then kind of climbing the state and realizing just have to keep going. Like then that's the hardest thing to master.

You know, I think personally. How can people find you and follow your journey? I'm all over Facebook. It's weird because Facebook's not really big anymore around the world, but where I live, it's like, It's still pretty big. It's like crack, man. That's crazy.

It's like everyone does everything. I would say I sell 60% of my listings on Facebook. Of course. Yeah, yeah. So like that and then Instagram and then obviously Twitter. And we're on all the stuff. Yeah, this is where all these funnels came from. All these ads.

It all came from Facebook, too. Yeah, yeah. Absolutely. I mean, that's obviously what started the whole thing. The whole thing. And now they're just branching at TikTok. And then that one first got a point on a wamp, a piece of white paper. I don't know this and that.

And the rest is history. The rest is history. that one guy with the cars. Yeah. The one guy with the cars. Yeah, we actually know that guy. He's one of these friends.

Yeah, yeah. It's very bizarre day in Vegas. Anywho, yeah, man, any tips for anyone that wants to be you or become you and they're listening to this and watching this?

Make sure that you stick to what you are good at and be yourself. And don't try to be someone who you're not. And understand that in the last few years, especially, I've learned that some people will just not like you. And that's just life. Like there is just no, nothing you can do to change that.

And you have to let go with that. And you have to just be able to keep moving forward. If you can't, then it's just not going to work. If you can and you believe in what you're going to do, it's, you know, it's classic. But you really can do whatever you think you can do. You just have to work for it. That's all.

Right on. Terran's Tate, Monsieur. We, monsieur. Yeah, really. That concludes another episode of Living Your Legacy podcast, The Red Life Edition for Inside Success. We're Ray Gutierrez.